*** Trigger Warning: May contain traces of sarcasm *** We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room…
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Sales Trend 2 of the Barrett 12 Sales Trends for 2018 Report is the case for long-term focus and strategy. It’s no news that most businesses are focused on the…
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I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a…
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I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once…
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With business becoming much more complex and value harder to discern in product sales alone, Sales Trend 7, Sell and Deliver Value or Commoditise, sees business leaders making serious decisions…
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How to shift the conversation from Price to Value In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount…
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Sales Trend 4 from our 12 Sales Trends for 2017 report explains why to have extraordinary sales teams and operations, we have to embrace complexity. As John Lord said “Perhaps…
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To segment or not to segment that is the question. For too long sales has allowed marketing to dictate what a segment should be. But the simple reality is that…
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A Barrett Selling Better Case Study Here is a brief snap shot of the current results of a major Selling Better project we started with one of our clients in…
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Whilst hope isn’t a sales strategy, without the right ingredients failure is certain The protocol for developing a sales strategy is fundamentally different to that used for other business strategies.…
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